Question 1

All of the following are organizational buyers except which?

Accepted Answer

A)   industrial firms
B)   government agencies
C)   ultimate consumers
D)   resellers
E)   wholesalersF) A) and E)
G) C) and D)

Question 2

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Accepted Answer

A)   an initial buy.
B)   a new buy.
C)   a preliminary buy.
D)   a straight rebuy.
E)   a modified rebuy.F) All of the above
G) B) and E)

Question 3

On a visit to Conner Industries, a West Plains Band Saw salesperson heard a production employee saying, "This band saw has a 36-inch wheel that could really save us time, and with its adjustable height, it can be operated by someone tall like me as well as by our shorter workers. I bet this would speed up my production time by 30 percent. Why don't we order this band saw?" The person the salesperson heard giving input has which buying center role?

Accepted Answer

A)   purchasing agent
B)   decider
C)   buyer
D)   user
E)   motivatorF) A) and B)
G) A) and C)

Question 4

Describe the three types of organizational markets and give examples of each.

Accepted Answer

There are three types of organizational ...

Question 5

What are the characteristics of organizational buying behavior?

Accepted Answer

Understanding the characteristics of org...

Question 6

Which of the following exemplifies an organizational buyer?

Accepted Answer

A)   A local baker buys sugar at the grocery store to make cookies with his children at home.
B)   A dentist buys a new couch for her apartment.
C)   An architect hires an Uber to take him to the airport for a vacation.
D)   The owner of an office building contracts with a service to provide overnight janitorial services for it.
E)   The mayor rents a tuxedo to wear to his daughter's wedding.F) A) and C)
G) None of the above

Question 7

If General Motors (GM)  agrees to purchases Borg-Warner transmissions, and Borg-Warner agrees to buy trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Accepted Answer

A)   exclusive dealing
B)   supply partnerships
C)   tying arrangements
D)   noncompetitive bidding
E)   reciprocityF) None of the above
G) A) and B)

Question 8

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Accepted Answer

A)   use the same five stages in the buying decision process.
B)   use formal vendor ratings when choosing among alternative brands.
C)   are affected by derived demand.
D)   have virtually unlimited options for suppliers.
E)   rely on gatekeepers to control product information.F) A) and E)
G) A) and D)

Question 9

Important product or service characteristics in organizational buying include which of the following?

Accepted Answer

A)   A heavy emphasis is placed on loyalty programs and rebates.
B)   Direct selling to organizational buyers is rare.
C)   A fixed, nonnegotiable price is the norm.
D)   Many of the products and services are technical in nature.
E)   Personal relationships are preferred to online buying over the Internet.F) B) and D)
G) A) and E)

Question 10

An auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Accepted Answer

A)   vertical auction.
B)   reverse auction.
C)   horizontal auction.
D)   traditional auction.
E)   reciprocal auction.F) None of the above
G) A) and D)

Question 11

Figure 6-4
-Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column A is referred to as a

Accepted Answer

A)   modified rebuy.
B)   straight rebuy.
C)   new buy.
D)   standard reorder.
E)   class buy.F) A) and B)
G) C) and E)

Question 12

Derived demand means the demand for industrial products and services is driven by, or derived from, the

Accepted Answer

A)   NAICS statistical models.
B)   gross national product.
C)   demand for consumer products and services.
D)   demand for industrial products in other categories or markets.
E)   demand for government products and services.F) C) and E)
G) A) and E)

Question 13

All of the following are roles in a buying center except which?

Accepted Answer

A)   evaluators
B)   deciders
C)   gatekeepers
D)   influencers
E)   usersF) A) and E)
G) None of the above

Question 14

Each year, DiversityInc publishes a list of companies recognized for their workplace and ________ diversity practices.

Accepted Answer

A)   government
B)   customer
C)   board of directors
D)   supplier
E)   stockholderF) B) and D)
G) D) and E)

Question 15

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

Accepted Answer

A)   consideration
B)   evaluative
C)   decision
D)   alternative
E)   prepurchaseF) D) and E)
G) None of the above

Question 16

Business-to-business marketing refers to

Accepted Answer

A)   the marketing of goods to companies, governments, or ultimate consumers for use in the creation of goods and services.
B)   the marketing of products to not-for-profit organizations at a reduced fee or nominal cost for use in the creation of goods and services that they can produce and market to others.
C)   the marketing of products and services to companies, governments, or not-for-profit organizations for use in the creation of products that they can produce and market to others.
D)   the marketing of services in the area of intellectual property such as legal, financial, or creative consulting.
E)   the marketing of an idea to create interest or generate goodwill, not just for an individual brand but also for an entire industry or product class.F) A) and C)
G) B) and C)

Question 17

The first stage in the organizational buying decision process is

Accepted Answer

A)   information search.
B)   antecedent states.
C)   alternative evaluation.
D)   purchase decision.
E)   problem recognition.F) B) and E)
G) B) and C)

Question 18

In a reverse auction, as the number of sellers increases, the price

Accepted Answer

A)   increases.
B)   stays the same.
C)   has no relation to the number of sellers.
D)   decreases.
E)   fluctuates depending on economic conditions.F) A) and B)
G) A) and E)

Question 19

What are the three types of organizational buying situations or buy classes? Give an example of each.

Accepted Answer

There are three types of buying situatio...

Question 20

If a purchase is a new buy for a manufacturer, the seller should expect

Accepted Answer

A)   specifications to be changed many times before the buy is completed.
B)   a lot of conflict.
C)   many people to be involved in the purchase decision.
D)   to have to do some favors for the decision makers.
E)   to receive confirmation of a contract quickly.F) B) and E)
G) B) and D)

Exam 6: Understanding Organizations As Customers

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Correct Answer
verified

Business-to-business marketing refers to

Correct Answer
verified

Derived demand means the demand for industrial products and services is driven by, or derived from, the

Correct Answer
verified

Important product or service characteristics in organizational buying include which of the following?

Correct Answer
verified

If General Motors (GM) agrees to purchases Borg-Warner transmissions, and Borg-Warner agrees to buy trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Correct Answer
verified

In a reverse auction, as the number of sellers increases, the price

Correct Answer
verified

Each year, DiversityInc publishes a list of companies recognized for their workplace and ________ diversity practices.

Correct Answer
verified

All of the following are organizational buyers except which?

Correct Answer
verified

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct Answer
verified

Which of the following exemplifies an organizational buyer?

Correct Answer
verified

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column A is referred to as a

Correct Answer
verified

If a purchase is a new buy for a manufacturer, the seller should expect

Correct Answer
verified

Correct Answer
verified

An auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct Answer
verified

The first stage in the organizational buying decision process is

Correct Answer
verified

All of the following are roles in a buying center except which?

Correct Answer
verified

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct Answer
verified
There are three types of buying situatio...
View Answer

What are the characteristics of organizational buying behavior?

Correct Answer
verified
Understanding the characteristics of org...
View Answer

Describe the three types of organizational markets and give examples of each.

Correct Answer
verified
There are three types of organizational ...
View Answer

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

Correct Answer
verified

Exam 6: Understanding Organizations As Customers

The buying situation where an organization is a first-time buyer of the product or service is referred to as

Correct AnswerverifiedShow Answer

Business-to-business marketing refers to

Correct AnswerverifiedShow Answer

Derived demand means the demand for industrial products and services is driven by, or derived from, the

Correct AnswerverifiedShow Answer

Important product or service characteristics in organizational buying include which of the following?

Correct AnswerverifiedShow Answer

If General Motors (GM) agrees to purchases Borg-Warner transmissions, and Borg-Warner agrees to buy trucks and cars from GM, they would be demonstrating which type of buyer-seller interaction?

Correct AnswerverifiedShow Answer

In a reverse auction, as the number of sellers increases, the price

Correct AnswerverifiedShow Answer

Each year, DiversityInc publishes a list of companies recognized for their workplace and ________ diversity practices.

Correct AnswerverifiedShow Answer

All of the following are organizational buyers except which?

Correct AnswerverifiedShow Answer

Organizational buying behavior is similar to consumer behavior in some ways and different in others. Common to both is that they

Correct AnswerverifiedShow Answer

Which of the following exemplifies an organizational buyer?

Correct AnswerverifiedShow Answer

Figure 6-4 -Figure 6-4 above shows the three buy classes encountered by organizational buyers. Column A is referred to as a

Correct AnswerverifiedShow Answer

If a purchase is a new buy for a manufacturer, the seller should expect

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other is referred to as a

Correct AnswerverifiedShow Answer

The first stage in the organizational buying decision process is

Correct AnswerverifiedShow Answer

All of the following are roles in a buying center except which?

Correct AnswerverifiedShow Answer

What are the three types of organizational buying situations or buy classes? Give an example of each.

Correct AnswerverifiedThere are three types of buying situatio...View AnswerShow Answer

What are the characteristics of organizational buying behavior?

Correct AnswerverifiedUnderstanding the characteristics of org...View AnswerShow Answer

Describe the three types of organizational markets and give examples of each.

Correct AnswerverifiedThere are three types of organizational ...View AnswerShow Answer

Organizational buying criteria serve the same purpose as ________ criteria used by consumers.

Correct AnswerverifiedShow Answer

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There are three types of buying situatio...
View Answer

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Understanding the characteristics of org...
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There are three types of organizational ...
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